CASE NO.

3
LEADERSHIP AND MOTIVATION
QUESTIONS
GROWING MANAGERS: MOVING FROM TEAM
MEMBER TO TEAM LEADER
Q.1) According to Maslows hierarchy of needs theory and David McClellands acquired
needs theory identify and justify which needs dominate the 5 team members and the team
leader (Melissa Richardson).
Q.2) Considering Hertzbergs two factor theory and identify and justify which factors
(extrinsic or intrinsic) motivate each of the 5 team members and the team leader (Melissa
Richardson).
Q.3) Explain and justify how can Melissa Richardson use the Victor Vrooms expectancy
theory to improve her teams performance, lead them effectively and motivate them?
Q.4) Using the Reinforcement theory of motivation explain and justify which
reinforcement technique(s) Melissa Richardson should use to motivate each of the 5 team
members. What might be the pros and cons of using a particular reinforcement technique
for each team member?
Q.5) What does Melissa Richardson think makes a good sales manager? What is the
difference between an account/sales representative and a sales manager?
Q.6) What did Melissa Richardson do right when she started her new job? What mistakes
did she make? What might have helped Melissa Richardson get off to a better start?
Q.7) Critique Melissa Richardsons first meeting. How could she have made a stronger
impact on her team that first day? Recommend some ways which will help Melissa
Richardson build her team effectively?
Q.8) In your opinion who is at fault for Melissa Richardsons poor performance as a Sales
manager and Team Leader?